How  to  Start  and  Run  Your  First  $100,000  

Fundraising  Campaign  !

6/26/14  1pm  EDT  

!Sandy  Rees,  CFRE

Your  Presenter3

Sandy  Rees,  CFRE  Get  Fully  Funded  !Sandy  is  the  author  of  Get  Fully  Funded:  How  to  Raise  the  Money  of  Your  Dreams,  6  Figure  Fundraising,  Fundraising  Buffet,  and  Simple  Success  Fundraising  Plan.  She’s  a  frequent  contributor  to  Fundraising  Success  magazine  and  authors  the  blog  Get  Fully  Funded.  !Sandy  is  an  accomplished  presenter  and  an  AFP  Master  Trainer.  She’s  led  fundraising  seminars  for  the  Association  of  Fundraising  Professionals,  the  Chattanooga  Center  for  Nonprofits  and  many  local,  regional,  national,  and  international  conferences.

6-Figure Campaign

Structured way to raise $100,000 or more for a specific purpose.

The 80/20 Rule

Major Givers make up 20% of your donor base and provide 80% of your funding

A Major Gift is

Defined by you !“Stop and think” kind of gift!Joyful for the Giver

Not just about the money!

12 steps to 6 figures

Step 1 - Define the need

What are you raising money for?!How much will it cost?!When do you need it?!Are you ready to undertake this kind of fundraising campaign?

Step 2 - Agree on the amount

Step 3 - Develop the case

Why would someone give?!Why your organization?!Why now?!Why this amount?

Step 4 – Recruit Leadership

Who can help you to guarantee the success of this campaign?!!Who is it that key donors can’t say “no” to?

Step 5 – Develop the plan

Goal!Start/end dates!Reason for raising money!Leadership!Other notes

Step 6 – Create the Gift Table

No. of gifts needed

Amount of each gift

Total at this level

Cumulative Total # prospects needed at this level

1 $15,000 $15,000 $15,000 32 $10,000 $20,000 $35,000 64 $5,000 $20,000 $55,000 128 $2,500 $20,000 $75,000 2410 $1,000 $10,000 $85,000 4820 $500 $10,000 $95,000 60Many Below $500 $5,000 $100,000 50+!45+ donors

!200+ prospects

Step 7 – Identify Prospects

Find the one!

Step 8 – Cultivate relationships

Cultivation plan

Donor name: Betty Jo Smith! ! Donor record number: 3345!

Date Activity Notes6-26-14 Called Betty Jo Thanked her for her past support. She mentioned that her

parents struggled through the Depression and she can’t bear the thought of anyone going hungry. I invited her for a tour of our food bank so she can see first-hand what her donation is making possible. She’s coming June 30.

6-30-14 Facility tour Need to find out what her ‘hot button’ is about the organization. Need to find out her favorite program.

Mid July Lunch Want to arrange lunch with her and our Program Director to talk more about her favorite program.

2 or 3 days later

Call Follow up call to see what she thought. Start to prepare an Ask from that conversation.

Mid August Personal visit in her home

Present an Ask proposal. Amount and project will depend on her favorite program and how passionate she is about it.

Step 9 – Ask for the Gift

Step 9 – Ask for the Gift

Listen for “gift noises”!Ask for support for the RIGHT thing!Ask for the RIGHT amount

The Ask Conversation

1. Warm up!2. Transition!3. Information – Relationship building!4. Transition!5. ASK!6. Negotiate and answer questions

Step 10 – Thank the Donor

Warm, prompt, sincere Thank You letter!Thank again in meaningful ways

Step 11 – Follow Up

Keep the donor posted about the project!Share success stories!Take them on a tour if possible

Celebrate!

Celebrate the success!!Let everyone know you reached your goal!

My gift to you

Get a free 20-minute strategy session!!www.TalkWithSandy.com

Questions?

Sandy Rees, CFRE!www.GetFullyFunded.com!

www.Facebook.com/GetFullyFunded

Stay Connected!

!!!

Next  Webinar:  !

Mobile  Impact  101  !

Darian  Rodriguez  Heyman  !

Wednesday,  July  2  –  1:00pm  EDT

https://bloomerang.co/resources/webinars